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5 Strategies for Managing a Remote Sales Team in 2021

To say that 2020 has been a challenging year for sales teams would be an understatement…

The ongoing COVID-19 pandemic has forced sales teams and their managers to adapt to a digital selling environment — and it has definitely taken a toll. In one survey, 98% of sales leaders say the pandemic disrupted their business, and the disruption will continue for at least another year and a half. Another recent study from HubSpot shows that 40% of sales teams have missed their 2020 revenue targets, which is a tough pill for their leaders to swallow.

Thankfully, a new year is just around the corner, making room for tons of new opportunities to get back on track and make the most of the next decade. That’s why we’re sharing five strategies to help sales teams and their leaders to do just that.

A shift to digital processes and tools allows sales reps to work from almost anywhere

1. Continue to adapt to the digital sphere

Although the pandemic forced sales teams to embrace digital strategies, the trend isn’t going away anytime soon. Sure, these changes probably happened more suddenly than expected, but given technology’s significant (and rapid) integration into our daily lives, they’re likely here to stay indefinitely. Of course, this has a direct impact on the way sales teams function moving forward.

Our tip for managers? Lean into it. Instead of thinking of these changes as temporary, address them head-on. The sooner you make the necessary (and permanent) digital transformations for you and your team, the more you’ll succeed in remote sales and revenue growth. Processes, policies, blueprints, sales funnels — think of ways to continue to adapt all of these things in the digital sphere now to avoid playing catchup in the years to come.

2. Strengthen your virtual selling tactics

Managing a successful sales team goes beyond adapting to the digital world; it also entails updating your tactics. When it comes to selling digitally, 57% of leaders said they were slightly or completely unprepared to sell at the same level as they do in-person. Ask yourself: Which side of the coin are you on?

Prepared or not, there’s always room to strengthen your digital sales tactics. Start by using other digital platforms or channels to establish and grow relationships with prospects and clients. Think in terms of:

Optimize your tactics around the digital tools that enable remote work
  • Webinars and Video Conferences

  • Virtual Gifts

  • Social media

  • Video messages

  • Zoom meetings

  • SMS messaging

  • Phone calls

  • And more!

And another way to strengthen those tactics? A sales engagement platform like Groove that can help you track, manage, organize, access, and automate all of those different forms of digital communication — helping enhance your strategies even more.

3. Make the most of your digital tools

This past year has forced sales teams to rely on their digital tools and platforms more than ever. So for the next decade, it’s all about making the most of them. Here’s what we mean:

4. Strengthen the relationship with your team

Set standing times for your team to check-in, ask questions, small-talk, and stay connected.

Sales team management takes a lot more than just setting and achieving sales goals. It’s also about cultivating the relationship you have with your team. And, as we all know, a virtual sales setting makes that even more challenging for leaders. Our advice moving into 2021? Support them even more. Check-in often, over-communicate, set boundaries, and ensure they’re still on the right track despite this past year’s setbacks. If you need more ideas for managing a sales team remotely, we’ve got you covered with this helpful how-to guide.

5. Invest in an integrated sales engagement platform

We know we already mentioned this above, but we’d be remiss not to elaborate on all the ways a sales engagement platform can help with sales team management in the next 10 years and beyond. With Groove — the leading sales engagement platform native to Salesforce — you can take your sales team to the next level and boost productivity by 3x. With features like accurate reporting and forecasting, lower compliance risks, and reduced sync errors, you and your team can successfully level-up and compete in our ever-evolving digital sales world.

Ready to make this next decade your best yet? Request a personalized demo of Groove now!

G2 Fall 2021 Grid Report for Sales Engagement

G2 Sales Engagement Software Report

Learn why Groove is leading the pack, and how the top providers are ranked across several criteria, including user satisfaction and G2’s proprietary Relationship Index/Momentum Grid®.

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